Engineering Development Forum 2013
UC Davis
Schedule
Monday, June 17
Noon – 1pm
EDF Executive Committee working lunch
(Closed event for Committee members only)
UC Davis Buehler Alumni Center, Founder’s Room
1 – 5pm
Registration
UC Davis Conference Center Lobby
Old Davis Road and Alumni Lane, Davis
3 - 5pm
UC Davis Campus Tours – 2 options: walking or bicycling
Departing/Returning from UC Davis Conference Center Lobby
5 - 8pm
Opening Dinner Party
Keynote Speaker: Shaun Keister, Vice Chancellor for Development and Alumni
Relations, UC Davis
UC Davis Robert Mondavi Institute’s Good Life Gardens, 392 Old Davis Road,
Davis
Tuesday, June 18
8 - 9am
Welcome Breakfast and Registration
Sponsored by California Institute of Technology
Welcome Speaker: Oliver Ramsey, College of Engineering, UC Davis
Keynote Speaker: TBD, California Institute of Technology
Conference Center, Ballroom
NOTE: New this year, Affinity Sessions will be offered during each break out
session time period. Each affinity session will be limited to approximately 20
people who all have the same characteristics as you...might be job title, years of
service in development, or a new situation you are faced with on the job. SO
PICK WHICH ONES YOU WANT TO ATTEND. The group will have a moderator
to help lead the discussion, but YOU decide the agenda. So bring your ideas and
questions and get ready to roll up your sleeves and participate.
9 - 10am
Leveraging Athletic Events in Donor Cultivation
Presenters: Jay Roberts, Director of Development, Dwight Look College of
Engineering, Texas A&M and Brian Shupe, Director of Development, College of
Engineering, University of Tennessee, Knoxville
Athletic events can help build relationships, helping potential donors to feel a
connection with your college or university. It also provides great "face time" with
your supporters over several hours, sometimes setting the stage for large gifts or
as a stewardship gesture for large gifts that have been made. These events are
also an opportunity to bring in new prospective donors and introduce them to
your organization. This session focuses on how to maximize a prospective donor
visit to an athletic event with engagement activities before, during, and/or after
the game!
*Recommended for Newer Staff and Major/Planned Giving Staff
Conference Center, Room A
Inspired Leadership and Management
Presenters: Dorothy Barkley Bryson, Senior Director of Development, College of
Engineering, The University of Tennessee, Knoxville and Leslie Borak, Assistant
Dean for External Affairs, A. James Clark School of Engineering, University of
Maryland
Managers and those aspiring to be managers of gift officers should attend. Our
discussion will cover organizational and managerial styles and successful
techniques for building a team of motivated professionals.
*Recommended for Chief Advancement Officers and those in leadership
positions
Conference Center, Room B
Technology Commercialization in an Engineering School
Panelists: Nicholas P. Jones, Benjamin T. Rome Dean, Whiting School of
Engineering, Johns Hopkins University and Bruce White, Dean Emeritus and
Director, Engineering Translational Technology Center, College of Engineering,
UC Davis
Moderator: Megan Howie, Associate Dean Development and Alumni Relations,
Whiting School of Engineering, Johns Hopkins University
Two Deans of Engineering will share their experiences creating programs that
foster the spirit of commercialization amongst faculty and students and engage
alumni in the process. In today’s world, engineers are at the forefront of creating
IP, yet often in the past those ideas were published and not protected. During
this session, two Deans will discuss recent commercialization programs that
evolved in both a public and a private university.
Buehler Alumni Center, AGR Room
Starting an Annual Giving Program: Preparation and Execution
Presenter: Heather Ashley, Associate Director of Annual Giving & Alumni Affairs,
College of Engineering, University of Florida
This session will cover some of the challenges associated launching a new
annual giving program, and how to build one designed for long-term success.
*Recommended for Newer Staff and Annual Fund Staff
Buehler Alumni Center, Allewett Room
Affinity Session: I Am a 20+ Year Veteran of Fundraising
Moderators: Lin Cargo, Associate Executive Director, College of Engineering,
University of Michigan and Marnie Noble, Director of Development, College of
Engineering, Oregon State University Foundation
Buehler Alumni Center, Founder’s Room
10 - 11am
Networking Break
Sponsored by California Institute of Technology
Conference Center Lobby
11am – noon
Planned Giving: Have the Rules Changed?
Presenter: Laura Hansen Dean, JD, Executive Director of Planned Giving,
University of Texas at Austin
Join a renowned planned giving expert for a discussion of fund raising strategies
and opportunities for your donors in light of recent legislation (The American Tax
Payer Relief Act).
*Recommended for Chief Advancement Officers and Major/Planned Giving Staff
Conference Center, Room A
Small Decisions From Your School Leaders Can Lead to Big Results: What You
Need From Your Deans and Senior Administrators
Presenter: Matt Weinstein, Senior Executive Director of Development, Swanson
School of Engineering, University of Pittsburgh
Many conference sessions have covered how to utilize Deans and other senior
administrators with major prospects and donors. These sessions have primarily
focused on how to use these key leaders in the solicitation and stewardship
stages. However this session will focus more on what we, as development
professionals, need from our Deans and other senior university administrators to
help us do our day-to-day job effectively and efficiently. It is not always just about
a larger budget. Many times the difference between running being a productive
development office versus one that struggles annually is simply the small
gestures and decisions by the Dean and the other key administrators within the
University. This session will discuss the subtle, yet critical, decisions a Dean
needs to make to help us be more successful in our ability to fundraise.
*Recommended for Chief Advancement Officers and those in leadership
positions
Conference Center, Room B
Mind the Gap: The Opportunities and Challenges of Working with Engineers
Presenter: Eden Thorne, Director of Development and Alumni Relations,
Engineering at Southern Illinois University and Bruce Hartsough, Professor and
Associate Dean, College of Engineering, UC Davis
We all know that engineers think and react differently when presented a project,
problem or opportunity. Hear from professionals who are in a unique position to
know a little about how engineers and faculty think. Find out what information you
need to have prepared about a potential project in order to gain their confidence
and participation. We will hear from a development officer/engineer and an
associate dean/engineer on how to "bridge" the communication gap between
development and both engineering donors and faculty.
*Recommended for Newer Staff and Major/Planned Giving Staff
Buehler Alumni Center, AGR Room
Annual Fund Segmentation and Reporting
Presenters: Cam Stoufer, Senior Director, Annual and Special Gifts, UC Davis
and Andrea Elliott, Director of Development Communications and Marketing,
UC Davis
What’s your direct marketing strategy? This session will offer best practices in a)
segments that make sense and help you craft better asks and b) reports that
capture the information you need to monitor progress and implement changes in
real-time. Come prepared to share your own experience.
*Recommended for Newer Staff and Annual Fund Staff
Buehler Alumni Center, Allewett Room
Affinity Session: I Want Fundraising Fundamentals
Moderators: Brian Shupe, Director of Development, College of Engineering,
University of Tennessee, Knoxville and June Losurdo, Major Gifts Officer, Cornell
University
Buehler Alumni Center, Founder’s Room
Noon – 1:30pm
Lunch
12:30 – 1:15pm
Entrepreneurial Donors Panel
Panelists: Tom Gutshall, Chairman - Cepheid, Steven Carnevale, Venture
Capitalist - Point Cypress Ventures, and Richard Dorf, Professor Emeritus - UC
Davis, Author and Entrepreneur
Moderator: Jay Roberts, Director of Development, Dwight Look College of
Engineering, Texas A&M
Description:
1:15 – 2:00pm
Engineering Gear Swap
Conference Center, Ballroom
2 – 3:30pm
Improv Your Way to Qualifying Major Gift Prospects!
Presenter: Jeffrey E. Sands, Associate Dean for Advancement School of
Engineering and Applied Science, University of Virginia
Vice President and Executive Director, Virginia Engineering Foundation
In stark contrast to a solicitation call, the qualification visit lacks a pre-determined
structure and operates on a highly nuanced and often mysterious level. Aside
from doing basic research on your suspect, there is little you can do ahead of
time to really prepare for the visit. In other words, you have to improvise. The
good news is that the art and craft of improvisation can be learned!
By developing some basic familiarity with improvisational acting techniques, you
can face the dreaded qualification visit with confidence, and greatly increase your
chances of gathering the information necessary to make a sound assessment of
a suspect’s gift potential. Drawing upon the same body of knowledge used to
train actors, this workshop will provide you with tools for becoming a superb
listener, learning a lot about a person without seeming nosey, and presenting
yourself as calm, self-assured and friendly.
Please wear extremely comfortable clothes – jeans, t-shirts, tennis shoes,
whatever – and be prepared to experiment, interact, and have an unreasonable
amount of fun.
*Recommended for Newer Staff and Major/Planned Giving Staff
NOTE: A 90 minute session with no break
Conference Center, Room A
2 – 3pm
Demystifying Gift Planning
Presenter: John Koch, Senior Director of Planned Giving, UC Davis and Rebecca
Gardner, Attorney, HMS Law Group, Sacramento
Your donors are dying to make a gift! Are you prepared to help them create a
legacy? This session will provide a simple introduction of planned giving tools
and strategies to address the needs of your donors. We will breakdown planned
giving vehicles to provide you the confidence and ability to have meaningful gift
planning conversations with your donors. We will discuss how various charitable
planning strategies can help donors meet their estate and financial planning
objectives while creating a legacy at your institution. Session overview
- Details of specific planned giving tool
- Addressing donor needs with planned giving strategies
- Suggestions for initiating gift planning conversations
*Recommended for Newer Staff and Major/Planned Giving Staff
Conference Center, Room B
Asking for $1 Million Plus
Presenter: Anthony St. George, Assistant Dean for International Partnerships
and Director of Corporate and Foundation Relations, College of Engineering, UC
Berkeley and Frank Sciocsia, Senior Associate Director of Development, School
of Engineering, Stanford University
Gift Officers with highly rated prospects in their portfolio should participate. Our
speakers will present the trials and tribulations of getting to the solicitation phase
and coming home with the ultimate prize. Actual case studies will be discussed.
*Recommended for Chief Advancement Officers and Major/Planned Giving Staff
Buehler Alumni Center, AGR Room
Feeding the Machine: Developing a Pipeline Annual Giving Program
Presenter: Lacie LaRue, Senior Director of Annual Giving, Oregon State
University Foundation
Done correctly, an annual giving program will serve as a pipeline for major gifts
to your institution. This session will focus on what to consider as you’re setting
up an annual fund program, how to determine appropriate metrics and what to
track.
*Recommended for Newer Staff and Annual Fund Staff
Buehler Alumni Center, Allewett Room
Affinity Session: I Am A Chief Advancement Officer or Assistant Dean
Moderators: Matt Weinstein, Senior Executive Director of Development,
Swanson School of Engineering, University of Pittsburgh and Leslie Borak,
Assistant Dean for External Relations, A. James Clark School of Engineering,
University of Maryland
Buehler Alumni Center, Founder’s Room
3 - 3:30pm
Networking Break
Conference Center Lobby
3:30 – 4:30pm
Fundraising While Your Campus Is In Crisis, Can It Be Done?
Presenters: Mark Sharer, Director of Development, College of Engineering, Penn
State, Jeffrey E. Sands, Associate Dean for Advancement, School of Engineering
and Applied Science, University of Virginia, and Rich Engel, Assistant Vice
Chancellor for Alumni Relations and Executive Director, Cal Aggie Alumni
Association, UC Davis
Moderator:
Description:
*Recommended for Chief Advancement Officers and those in leadership
positions
Conference Center, Room A
Major Gift Fundraising 101 in A Rapidly Changing Environment
Presenter: Brian J. Knoy, Director of Development, Weldon School of Biomedical
Engineering, Purdue University
Brian will provide insight and tips for the beginner to the seasoned professional
on the art of Major Gift Fundraising. Cold calls, first visits, how to make the ask
and succeed will all be covered in a session that also explores the role of
fundraising in a rapidly changing environment.
*Recommended for Newer Staff and Major/Planned Giving Staff
Conference Center, Room B
Deans of Engineering Panel on Fundraising
Panelists: Dana Humphrey, Dean, College of Engineering, The University of
Maine and David B. Williams, Dean, College of Engineering, Ohio State
University
Moderator: Veronica Chestnut, Director of Development, Samuel Ginn College of
Engineering, Auburn University
Description:
*Recommended for Chief Advancement Officers and those in leadership
Buehler Alumni Center, AGR Room
What Makes Your Higher Education Organization a Good Partner? Individual and
Corporate Donor Stewardship
Anthony Escobar, Major Gifts Officer, Alumni Affairs and Development, Cornell
University and Greg Gibbs, Director of Corporate Relations, College of
Engineering, UC Davis
Our panel will share their knowledge and experience for finding ways to involve
individuals and businesses and cultivate them for steadily increasing gifts over a
long period of giving. Stewardship involves closing the circle: thanking, informing,
involving and using the gifts intelligently and reporting to donors on the use of
their gifts. Stewardship is designed to reinforce the donor’s interest and wisdom
in making the original gift and to draw donors closer to the organization. What
differentiates successful stewardship is doing the unexpected: engaging and
communicating with donors not because it is part of a plan, but because donors
are your organization’s best friends.
*Recommended for Newer Staff and Major/Planned Giving Staff
Buehler Alumni Center, Allewett Room
Affinity Session: My University Is In A Campaign
Moderator: Kathi Dantley Warren, Assistant Dean, Alumni Affairs and
Development, College of Engineering, Cornell University and Megan Howie,
Associate Dean Development and Alumni Relations, Whiting School of
Engineering, Johns Hopkins University
Buehler Alumni Center, Founder’s Room
4:30 - 5pm
Break
Conference Center Lobby
5 – 6pm
Charter bus travel to Napa
Departing/Returning from Conference Center Lobby
6 – 10pm
Champagne Reception sponsored by California Institute of Technology
and Dinner
Artesa Vineyards and Winery, 1345 Henry Road, Napa
Wednesday, June 19
8 - 9am
Breakfast
Speaker: June Losurdo, Cornell University, Engineering Development Forum
2014
Table Topics
Conference Center Ballroom
9 - 10am
Fundraiser Accountability: What to Measure, Why and How?
Presenter: Judy Mahoney, Associate Dean, College of Engineering, University of
Washington
For front-line fundraisers and their managers, keeping track of progress is
imperative. But how do you know if you are tracking the right thing? Should it be
dollars, contacts, proposals, “moves?” And how can managers be assured
fundraisers are focusing on the right set of donors and prospective donors? This
session is for anyone who has done a lot of great work for an institution….but at
the end of the year had a hard time measuring real progress where it counts.
Recommended for Chief Advancement Officers and Major/Planned Giving Staff
Conference Center, Room A
Fundraising Among Engineering Entrepreneurs
Presenters: Christopher McGarry, Major Gifts Officer, The Fu Foundation School
of Engineering and Applied Science, Columbia University and Shannon Murray,
Senior Director, Cornell Business Communities, Office of Alumni Affairs, Cornell
University
Entrepreneurship has become a real touchstone on many campuses, embracing
a wide swath of development constituents from undergraduate and graduate
students to faculty to alumni of all ages and engineering disciplines. How should
engineering schools leverage the power of this topic to engage alumni and drive
all levels of giving to our institutions? This panel will cover: putting the broad
idea of “entrepreneurship” in the engineering context; laying out best practices for
engaging with entrepreneurship and entrepreneurs; pitfalls of engaging
entrepreneurs in fundraising; and identifying the success attributes of fundraisers
who get traction with this constituency. Examples will be offered to illustrate how
entrepreneurship staffing and programming can support alumni engagement and
fundraising in several different contexts.
*Recommended for Newer Staff and Major/Planned Giving Staff
Conference Center, Room B
International Fundraising for Engineering
Presenters: Ryan Carmichael, Director of Development, Columbia Global
Centers, Columbia University and Michael Stitsworth, Associate Dean and
Executive Director of Development, The College at The University of Chicago
As fundraisers, we know we need to “go where the money is”. As engineering
development officers, increasingly many of us are discovering that large gifts –
and occasionally transformational gifts - are originating overseas. This session
will address some of the fundamentals around international fundraising. Where
do you start? How can research support your planning effort? International
fundraising can be expensive - how do you judge where to go and how often?
What does a successful international fundraising effort look like? How do you
use your dean and other university officials to support international fundraising?
Join this session for a discussion of these and other specifics related to the
challenge and promise of international development activity.
*Recommended for Chief Advancement Officers and Major/Planned Giving Staff
Buehler Alumni Center, AGR Room
Where Do We Go from Here? Looking Beyond the Low Hanging Fruit
Presenter: Marnie Noble, Director of Development, College of Engineering,
Oregon State University Foundation
Alumni association membership, committees, event attendance, student activities
– all of these can help determine how closely your alumni affiliate with your
institution. Giving matters – but there are other factors you can look at,
too. Come learn what you should be looking for in finding new alumni to engage
– and bring your tips and tricks to share with your colleagues.
*Recommended for Newer Staff and Annual Fund Staff
Conference Center Ballroom A/B
Affinity Session: I Run A Small Shop
Moderators: Jacque Daly-Perrin, Director of Development, Ohio Northern
University and Mary Lee Ryba, Assistant Dean of Development, University of
Idaho
Conference Center Ballroom C
10-11am
Networking Break
Conference Center Lobby
11am – noon
Making and Measuring Qualification Calls
Presenters: Anne Fitzmaurice Adams, Senior Director of Advancement/Individual
Giving, College of Engineering, University of Washington, Martin Baucom,
Associate Executive Director of Development, College of Engineering, NC State
University, and Kat Engleman, Senior Director of Development, School of
Science and Engineering, Tulane University
Discovery can be some of the most enjoyable and rewarding work for any
frontline fundraiser. Nothing has more of an impact on the long-term fundraising
success of our institutions than qualifying new donors. This panel will discuss
how we prepare for and conduct discovery calls to best assess new major gift
donors. We will also address the question from a management perspective: how
can institutions measure our effectiveness and use a common language to
correctly categorize individuals from our large pool of suspects?
*Recommended for Newer Staff and Major/Planned Giving Staff
Conference Center, Room A
Best Practices for Portfolio Management
Presenter: Rob Spiller, Associate Vice President for Development and Alumni
Relations, Johns Hopkins University
Keeping the prospect pipeline flowing is critical to the ongoing success of your
fundraising program and the health of your organization. We will explore
strategies, metrics, and tools to manage and maximize your own portfolio and
prospects for your team.
*Recommended for Newer Staff and Major/Planned Giving Staff
Conference Center, Room B
Asking for $1 Million Plus
Presenters: Judy Mahoney, Associate Dean, College of Engineering, University
of Washington and Anthony St. George, Assistant Dean for International
Partnerships and Director of Corporate and Foundation Relations, College of
Engineering, UC Berkeley
Gift Officers with highly rated prospects in their portfolio should participate. Our
speakers will present the trials and tribulations of getting to the solicitation phase
and coming home with the ultimate prize. Actual case studies will be discussed.
*Recommended for Chief Advancement Officers and Major/Planned Giving Staff
Conference Center, Ballroom A
Fundraising for Diversity: Support for Students, Faculty and Programs
Presenters: Kathi Dantley Warren, Assistant Dean for Alumni Affairs and
Development, College of Engineering, Cornell University and Emily Williams,
Director of Development, College of Engineering, University of Arkansas
Join us for a panel discussion on raising money for attracting and retaining a
diverse student population and faculty. Speakers will share stories about raising
funds for faculty recruiting at Cornell University and the University of Arkansas’
Engineering Career Awareness Program.
*Recommended for Chief Advancement Officers and Annual Fund Staff
Affinity Session: I Am A Corporate Relations Officer
Moderator: Michael Ransom, Associate Dean, Development and Alumni
Relations, Whiting School of Engineering, Carnegie Mellon University
Associate Dean of Development and Alumni Relations, Johns Hopkins University
Conference Center, Ballroom C
Noon – 1pm
Farewell Box Lunch To Go
Conference Center Lobby
Noon – 1:30pm
EDF Executive Committee Planning Meeting
(Closed event for Committee members only)
Conference Center, Ballroom C